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Nimbus ninjas final 2012 berkeley
The Nimbus Ninjas Team
 Tushar Tambay: VP Engineering. High                            Brandon Wong: Student Instructor and
 Cloud Security.                                                Researcher, University of California,
                                                                Berkeley
 MBA candidate at Haas School of
 Business,          University of                               Masters Student     in   Civil   Systems
 California, Berkeley.                                          Engineering

 Background:                  Operating                         Background:       Introduction        to
 Systems,     Enterprise        Storage                         Programming      Student     Instructor,
 Systems, File Systems,       Enterprise                        Floating Sensor Control Developer, Tree
 Security.                                                      Sap Flow Measurement Developer



Nitin Nagpal: Engineering Manager, NetApp                        Andy     Yao:     Principal      Product
                                                                 Manager, Oracle
MBA candidate at Haas School of
Business, University of California, Berkeley.                    MBA candidate at Haas School of
                                                                 Business,          University of
Background:    Enterprise    storage    and                      California, Berkeley.
security, Backup/Archive solutions, Storage
Security Solutions, Secondary Storage                            Background:     Enterprise      software
Solutions and Storage         File system                        R&D, Sales and marketing.
Engineering.




                                    Ben Dahl, Pelion Ventures
Our Beginning




Target customer   • Firms moving to public clouds



   Problem        • Keep applications and data secure in the Cloud
BUSINESS MODEL – Week 1
Key Partners     Key Activities   Value Proposition     Customer Relationship   Customer Segment




                 Key Resources                          Channel




Cost Structure                                Revenue
Our Interview Schedule
•   Week 2 : 4
•   Week 3 : 15
•   Week 4 : 4 [Sorry!   ]
•   Week 5 : 35
•   Week 6 : 28
•   Week 7 : 14
•   Week 8 : 12




        112 Interviews
First Pivot



                                      Feedback                        After
                                                                Protect data stored
Help firms secure     Cloud == Cloud Storage                    with
cloud based servers   Cloud_Storage : Convenient but insecure   Box, Dropbox, Cloud
                                                                Drive etc..

     Before
BUSINESS MODEL – Week 3
Key Partners               Key Activities         Value Proposition          Customer Relationship      Customer Segment

                                                                                                         Cloud Infrastructure
                                                                                                             Providers
                                                     Rent storage+mgmt
                           Prototype product         but own your data                                      Enterprise Cloud
                                                                                                          Infrastructure Users
                           Outreach to security                                      High degree of
                           conscious customers                                     trust & confidence
    IaaS, PaaS
                                                    Securely shred data.
                           Product evaluation       Avoid provider lock-in

                                                                                                               Cloud Storage
                                                                                                                 Providers
                           Key Resources          Provide secure storage     Channel
                                                  mgmt service to                                         Cloud Storage Users
       Open source                                customers                                                  (Enterprises)
        community                                                               St.aaS, IaaS
                                                                                 Providers               Cloud Storage Users
                                                      Indemnify against                                      (consumer)
                           IP
                                                        content liability
                           Personnel


                                                                                        Direct

Cost Structure                                                  Revenue



                       R&D costs
                      Support costs
                     Marketing costs                                                             S/W license
Second Pivot


                                      Feedback                       After

                    Several startups already targeting this
Help consumers      space                                     • Focus on securing
and firms secure                                                Applications
their data on                                                 • Target Cloud
Box, Dropbox etc.                                               Service Providers
                                                                instead of users

      Before
BUSINESS MODEL – Week 4
Key Partners           Key Activities          Value Proposition       Customer Relationship         Customer Segment

                                                                                                           St.aaS Providers
                                                                                                                Ex. Varinsic, Box

                                                        Rent
                        Prototype product                                                                   St.aaS Users –
                                                 infrastructure, ow         High degree of
                                                     n your data                                               SMB+Ent
                        Outreach to security                                    trust &                          Ex. Box users


                        conscious customers                                   confidence
    IaaS, PaaS
                                                  Securely shred
                        Product evaluation          data. Avoid                                            IaaS Providers
                                                                                                           Ex. Enki, Varinsic, Savvis
                                                  provider lock-in.

                       Key Resources                                   Channel                          IaaS Users (SMB+
       Open source                                Provide secure                                              Ent.)
                                                                            Direct                   Ex. HealthcareStartups, LeagalFirms,
        community                                  infrastructure
                                                     service to
                                                     customers                                               St.aaS User
                        IP                                                    IaaS Providers                 Consumers
                                                                                                      Ex. Dropbox, AMZN clouddrive users
                                                 Indemnify against
                        Personnel
                                                   content liability
                                                                           Cloud Service
                                                                                                        Content Mgmt ???
                                                                         Integrators (Dell)


Cost Structure                                              Revenue


                   R&D costs                                                      Price Per server
                                                                                    Price Per VM
                  Support costs                                                      encrypted
                                                                                      encrypted
                 Marketing costs
Week 4  Week 5
•   Our Space                            •   Crowded Space
              •   Security requirement is ubiquitous   •   Very competitive




    •    New find                                                 •   Cost Benefits
    •    Provide easy migration                                   •   Misconception and Security Awareness
        and integration services




 Individual
Consultants
Nimbus ninjas final 2012 berkeley
BUSINESS MODEL – Week 5
Key Partners               Key Activities                Value Proposition            Customer Relationship            Customer Segment


                                                                                           Establish credibility as
                                                           Secure your                     security experts
                           •   Establish relationships     applications in public
Short term :-                  with CSPs & Integrators     cloud
•   Open source            •   Prototype product for                                   Work with CSPs to help
    community                  POC. Validate workflow.                                 distinguishing their                IaaS Cloud Providers
•   IaaS CSPs              •   Product R & D                                           offering                                  (CSPs)
•   Cloud Integrators      •   CSP Integration             Meet                                                        •    Provide server & application
                                                                                       Educate Integrators about            hosting platforms
                                                           Compliance, HIPAA, P        our product                     •    Ex. FireHost, ENKI, Savvis
Long term :-                                               CI-DSS requirements
• TPM Vendors (Trusted                                                                                                 SaaS provider using IaaS
    Platform Module)                                     Attract security conscious                                    •    Use public IaaS Clouds to
•   SaaS Application       Key Resources                 customers that would
                                                                                      Channel                               provide internet based service
    developers                                           otherwise stay away                                           •    Ex. HealthMetricSystems
                                                                                                Direct
                                                                                                                           Enterprises using IaaS
                                                          Securely shred data in                                       •     Use private + public IaaS
                                                          public cloud                        IaaS CSPs                      clouds for internal IT
                               IP                                                                                            services
                                                                                                                       •     Ex. Legal, Financial firms
                                                           Indemnify against
                               Personnel                   content liability           Cloud integrators
                                                                                       •     DELL, BinaryWkshp, etc.


                                                            Avoid provider lock-in                SEO

Cost Structure                                                          Revenue


                           R&D costs
                          Support costs
                                                                                              Price Per VM
                         Marketing costs
                                                                                               encrypted
Week 5  Week 6




       28
   Interviews
Modification to our offering


                              Feedback                      After


Helps firms keep   CSP: “80% of our customers
application on     won't know how to manage      Key Management
cloud secure       keys. so possibility of key   platform hosted by CSP
                   hostings”


     Before
BUSINESS MODEL – Week 6
Key Partners                  Key Activities                  Value Proposition               Customer Relationship            Customer Segment


                              •   Establish relationships                                          Establish credibility as
                                  with CSPs & Integrators       Secure your data and
                                                                applications in public             security experts
                              •   Prototype product for
                                  POC. Validate workflow.       cloud                                                              IaaS Cloud Providers
Short term :-                                                                                                                            (CSPs)
•   Open source community     •   Product R & D                                                Work with CSPs to help
                                                                Securely shred data.                                           •     Provide server & application
•   IaaS CSPs                 •   CSP Integration                                              distinguishing their                  hosting platforms
                              •   Educate Integrators about     Avoid vendor lockin.
•   Cloud Integrators                                                                          offering                        •     Ex. FireHost, ENKI, Savvis
                                  our product
•   Industry Experts          •   Testimonials / Referrals
•   Vulnerability                 from industry experts
                                                                                                                               SaaS provider using IaaS
    assessment, Threat                                                                                                         •    Use public IaaS Clouds to
    detection vendors.                                         Meet Compliance reqs.                                                provide internet based service
                              Key Resources                                                   Channel
                                                                                                                               •    Ex. HealthMetricSystems

Long term :-
• TPM Vendors (Trusted                                                                                  Direct
    Platform Module)                                          Attract security conscious
                                                                                                                                   Enterprises using IaaS
•   SaaS Application                                          customers                                                        •     Use private + public IaaS
    developers                                                                                        IaaS CSPs                      clouds for internal IT
                                  IP                          Indemnify against content                                              services
                                                              liability                                                        •     Ex. Legal, Financial firms

                                  Personnel                                                    Cloud integrators
                                                                                               •     DELL, BinaryWkshp, etc.


                                                                 Key Mgmt Services                        SEO

Cost Structure                                                               Revenue


                              R&D costs
                             Support costs                                               • Price Per encrypted VM per year
                            Marketing costs                                              • Price per encrypted application
                                                                                           instance per year
Week 7: Revenue Structure
       Cloud Service Providers             NimbusNinjas




                                         Price Per
                                         VM

                                         Price Per
                                         Application


•   CSPs charge customers by resources consumed
•   Nimbus Ninjas: $$ per VM per month
Revenue Map
                     SaaS providers                           Enterprises using
                       using IaaS                             Cloud Applications


                            $XX / VM / Month             $XX / VM / Month




               Cloud Service Providers                            Cloud Integrators
                                                $XX / Month




$25 / VM / Month                                                                      $25 / VM / Month
                             $20 / VM / Month         $20 / VM / Month




                                            Nimbus
                                            Ninjas
BUSINESS MODEL – Week 7
Key Partners              Key Activities                   Value Proposition              Customer Relationship     Customer Segment


                          • Establish relationships with   • Secure your data and
                            CSPs & Integrators               applications in public
                                                                                           Establish credibility
                          • Prototype product for POC.       cloud                         as security experts
Short term :-               Validate workflow.             • Securely shred data in
                          • Product R & D
                                                                                                                        IaaS Cloud Providers
• Open source community                                      public cloud
                          • CSP Integration                • Avoid provider lock-in
                                                                                                                               (CSPs)
• IaaS CSPs                                                                                Work with CSPs to help
                          • Educate Integrators about      • Key Mgmt Services             distinguishing their
• Cloud Integrators         our product                                                                             •     Provide server & application
                                                                                           offering                       hosting platforms
                          • Testimonials / Referrals       • Secure your data and                                   •     Ex. FireHost, ENKI, Savvis
• Industry Experts          from industry experts            applications in public
• Vulnerability                                              cloud
  assessment, Threat                                       • Securely shred data in                                     SaaS provider using
  detection vendors.      Key Resources                      public cloud                                                      IaaS
                                                           • Avoid provider lock-in       Channel
Long term :-                                               • Key Mgmt Services                                             Target: HealthCare,
                                                           • Meet Compliance                                            Financial and Legal SaaS
• TPM Vendors (Trusted
  Platform Module)                                                                                  Direct                      providers
• SaaS Application         • Intellectual Property         • Meet
  developers               • Personnel                       Compliance, HIPAA, PCI-                                     Enterprises using
                                                             DSS requirements                                            Cloud Applications
                                                           • Attract security-sensitive     • IaaS CSPs
                                                             customers                                                           Target:
                                                           • Indemnify against content      • Cloud Integrators         HealthCare, Financial and
                                                             liability                                                         Legal firms
                                                                                            • SEO

Cost Structure                                                             Revenue


                     • R&D costs                                                 • Price Per encrypted VM per month
                                                                                 • Price per encrypted application instance
                     • Support costs                                               per month
                     • Marketing costs                                           • Price per managed-key transactions?
Week 8: Public Cloud vs. Private Cloud



                                         vs.


                               Lessons Learned

• ‘Large Enterprises : Public clouds do not make economic sense (yet!)
   Explore encryption / key management for private clouds
• Interesting use case of our technology :
   S/W licensing for VMs
BUSINESS MODEL – Week 8
Key Partners                    Key Activities               Value Proposition               Customer Relationship         Customer Segment
                          29                           45                           45                         24                                         65

                                                             • Secure your data and
                                • Establish relationships      applications in public         Establish credibility as
                                  with CSPs & Integrators      cloud                          security experts
Short term :-                   • Prototype product for      • Securely shred data in
                                                                                                                               IaaS Cloud Providers
•   Open source community         POC. Validate workflow.      public cloud
                                                             • Avoid provider lock-in
                                                                                                                                      (CSPs)
•   IaaS CSPs                   • Product R & D
•   Cloud Integrators           • CSP Integration            • Key Mgmt Services
                                                                                                                           •     Provide server & application
                                • Educate Integrators                                                                            hosting platforms
                                                             • Secure your data and            Work with CSPs to help
•   Industry Experts              about our product                                                                        •     Ex. FireHost, ENKI, Savvis
                                                               applications in public          distinguishing their
•   Vulnerability               • Testimonials / Referrals
                                                               cloud                           offering
    assessment, Threat            from industry experts      • Securely shred data in                                          SaaS provider using
    detection vendors.
                                Key Resources                  public cloud                                                           IaaS
                                                             • Avoid provider lock-in         Channel
Long term :                                            4
                                                             • Key Mgmt Services                                      29          Target: HealthCare,
                                                             • Meet Compliance                                                 Financial and Legal SaaS
• TPM Vendors (Trusted                                                                                                                 providers
    Platform Module)                                                                                    Direct
                                 • Intellectual Property     • Meet
                                 • Personnel                   Compliance, HIPAA, PCI-                                          Enterprises using
•   SaaS Application                                           DSS requirements                                                 Cloud Applications
    developers                                               • Attract security-sensitive       • IaaS CSPs
                                                               customers                                                                Target:
•   Infrastructure Insurers                                  • Indemnify against content        • Cloud Integrators            HealthCare, Financial and
                                                               liability                                                              Legal firms
                                                                                                • SEO

Cost Structure                                                               Revenue
                                                                     4                                                                                    3
                          • R&D costs
                                                                                            • Price Per encrypted VM per month
                          • Support costs                                                   • Price Per server encrypted
                                                                                              Price per encrypted application
                          • Marketing and Sales costs                                         instance per month
                                                                                            • Price per managed-key transactions?
Summary of LESSONS LEARNED
• Locate prospective customers:
   • Conferences are fantastic places to meet prospects


• Stay focused:
   • Bad idea to address multiple market opportunities at the same
     time


• Test hypothesis:
   • Talking to A LARGE NUMBER of customers is key


• Lean Launchpad:
   • Getting yelled at by Steve : Not a bad thing !

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Nimbus ninjas final 2012 berkeley

  • 2. The Nimbus Ninjas Team Tushar Tambay: VP Engineering. High Brandon Wong: Student Instructor and Cloud Security. Researcher, University of California, Berkeley MBA candidate at Haas School of Business, University of Masters Student in Civil Systems California, Berkeley. Engineering Background: Operating Background: Introduction to Systems, Enterprise Storage Programming Student Instructor, Systems, File Systems, Enterprise Floating Sensor Control Developer, Tree Security. Sap Flow Measurement Developer Nitin Nagpal: Engineering Manager, NetApp Andy Yao: Principal Product Manager, Oracle MBA candidate at Haas School of Business, University of California, Berkeley. MBA candidate at Haas School of Business, University of Background: Enterprise storage and California, Berkeley. security, Backup/Archive solutions, Storage Security Solutions, Secondary Storage Background: Enterprise software Solutions and Storage File system R&D, Sales and marketing. Engineering. Ben Dahl, Pelion Ventures
  • 3. Our Beginning Target customer • Firms moving to public clouds Problem • Keep applications and data secure in the Cloud
  • 4. BUSINESS MODEL – Week 1 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment Key Resources Channel Cost Structure Revenue
  • 5. Our Interview Schedule • Week 2 : 4 • Week 3 : 15 • Week 4 : 4 [Sorry! ] • Week 5 : 35 • Week 6 : 28 • Week 7 : 14 • Week 8 : 12 112 Interviews
  • 6. First Pivot Feedback After Protect data stored Help firms secure Cloud == Cloud Storage with cloud based servers Cloud_Storage : Convenient but insecure Box, Dropbox, Cloud Drive etc.. Before
  • 7. BUSINESS MODEL – Week 3 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment Cloud Infrastructure Providers Rent storage+mgmt Prototype product but own your data Enterprise Cloud Infrastructure Users Outreach to security High degree of conscious customers trust & confidence IaaS, PaaS Securely shred data. Product evaluation Avoid provider lock-in Cloud Storage Providers Key Resources Provide secure storage Channel mgmt service to Cloud Storage Users Open source customers (Enterprises) community St.aaS, IaaS Providers Cloud Storage Users Indemnify against (consumer) IP content liability Personnel Direct Cost Structure Revenue R&D costs Support costs Marketing costs S/W license
  • 8. Second Pivot Feedback After Several startups already targeting this Help consumers space • Focus on securing and firms secure Applications their data on • Target Cloud Box, Dropbox etc. Service Providers instead of users Before
  • 9. BUSINESS MODEL – Week 4 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment St.aaS Providers Ex. Varinsic, Box Rent Prototype product St.aaS Users – infrastructure, ow High degree of n your data SMB+Ent Outreach to security trust & Ex. Box users conscious customers confidence IaaS, PaaS Securely shred Product evaluation data. Avoid IaaS Providers Ex. Enki, Varinsic, Savvis provider lock-in. Key Resources Channel IaaS Users (SMB+ Open source Provide secure Ent.) Direct Ex. HealthcareStartups, LeagalFirms, community infrastructure service to customers St.aaS User IP IaaS Providers Consumers Ex. Dropbox, AMZN clouddrive users Indemnify against Personnel content liability Cloud Service Content Mgmt ??? Integrators (Dell) Cost Structure Revenue R&D costs Price Per server Price Per VM Support costs encrypted encrypted Marketing costs
  • 10. Week 4  Week 5
  • 11. Our Space • Crowded Space • Security requirement is ubiquitous • Very competitive • New find • Cost Benefits • Provide easy migration • Misconception and Security Awareness and integration services Individual Consultants
  • 13. BUSINESS MODEL – Week 5 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment Establish credibility as Secure your security experts • Establish relationships applications in public Short term :- with CSPs & Integrators cloud • Open source • Prototype product for Work with CSPs to help community POC. Validate workflow. distinguishing their IaaS Cloud Providers • IaaS CSPs • Product R & D offering (CSPs) • Cloud Integrators • CSP Integration Meet • Provide server & application Educate Integrators about hosting platforms Compliance, HIPAA, P our product • Ex. FireHost, ENKI, Savvis Long term :- CI-DSS requirements • TPM Vendors (Trusted SaaS provider using IaaS Platform Module) Attract security conscious • Use public IaaS Clouds to • SaaS Application Key Resources customers that would Channel provide internet based service developers otherwise stay away • Ex. HealthMetricSystems Direct Enterprises using IaaS Securely shred data in • Use private + public IaaS public cloud IaaS CSPs clouds for internal IT IP services • Ex. Legal, Financial firms Indemnify against Personnel content liability Cloud integrators • DELL, BinaryWkshp, etc. Avoid provider lock-in SEO Cost Structure Revenue R&D costs Support costs Price Per VM Marketing costs encrypted
  • 14. Week 5  Week 6 28 Interviews
  • 15. Modification to our offering Feedback After Helps firms keep CSP: “80% of our customers application on won't know how to manage Key Management cloud secure keys. so possibility of key platform hosted by CSP hostings” Before
  • 16. BUSINESS MODEL – Week 6 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment • Establish relationships Establish credibility as with CSPs & Integrators Secure your data and applications in public security experts • Prototype product for POC. Validate workflow. cloud IaaS Cloud Providers Short term :- (CSPs) • Open source community • Product R & D Work with CSPs to help Securely shred data. • Provide server & application • IaaS CSPs • CSP Integration distinguishing their hosting platforms • Educate Integrators about Avoid vendor lockin. • Cloud Integrators offering • Ex. FireHost, ENKI, Savvis our product • Industry Experts • Testimonials / Referrals • Vulnerability from industry experts SaaS provider using IaaS assessment, Threat • Use public IaaS Clouds to detection vendors. Meet Compliance reqs. provide internet based service Key Resources Channel • Ex. HealthMetricSystems Long term :- • TPM Vendors (Trusted Direct Platform Module) Attract security conscious Enterprises using IaaS • SaaS Application customers • Use private + public IaaS developers IaaS CSPs clouds for internal IT IP Indemnify against content services liability • Ex. Legal, Financial firms Personnel Cloud integrators • DELL, BinaryWkshp, etc. Key Mgmt Services SEO Cost Structure Revenue R&D costs Support costs • Price Per encrypted VM per year Marketing costs • Price per encrypted application instance per year
  • 17. Week 7: Revenue Structure Cloud Service Providers NimbusNinjas Price Per VM Price Per Application • CSPs charge customers by resources consumed • Nimbus Ninjas: $$ per VM per month
  • 18. Revenue Map SaaS providers Enterprises using using IaaS Cloud Applications $XX / VM / Month $XX / VM / Month Cloud Service Providers Cloud Integrators $XX / Month $25 / VM / Month $25 / VM / Month $20 / VM / Month $20 / VM / Month Nimbus Ninjas
  • 19. BUSINESS MODEL – Week 7 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment • Establish relationships with • Secure your data and CSPs & Integrators applications in public Establish credibility • Prototype product for POC. cloud as security experts Short term :- Validate workflow. • Securely shred data in • Product R & D IaaS Cloud Providers • Open source community public cloud • CSP Integration • Avoid provider lock-in (CSPs) • IaaS CSPs Work with CSPs to help • Educate Integrators about • Key Mgmt Services distinguishing their • Cloud Integrators our product • Provide server & application offering hosting platforms • Testimonials / Referrals • Secure your data and • Ex. FireHost, ENKI, Savvis • Industry Experts from industry experts applications in public • Vulnerability cloud assessment, Threat • Securely shred data in SaaS provider using detection vendors. Key Resources public cloud IaaS • Avoid provider lock-in Channel Long term :- • Key Mgmt Services Target: HealthCare, • Meet Compliance Financial and Legal SaaS • TPM Vendors (Trusted Platform Module) Direct providers • SaaS Application • Intellectual Property • Meet developers • Personnel Compliance, HIPAA, PCI- Enterprises using DSS requirements Cloud Applications • Attract security-sensitive • IaaS CSPs customers Target: • Indemnify against content • Cloud Integrators HealthCare, Financial and liability Legal firms • SEO Cost Structure Revenue • R&D costs • Price Per encrypted VM per month • Price per encrypted application instance • Support costs per month • Marketing costs • Price per managed-key transactions?
  • 20. Week 8: Public Cloud vs. Private Cloud vs. Lessons Learned • ‘Large Enterprises : Public clouds do not make economic sense (yet!)  Explore encryption / key management for private clouds • Interesting use case of our technology :  S/W licensing for VMs
  • 21. BUSINESS MODEL – Week 8 Key Partners Key Activities Value Proposition Customer Relationship Customer Segment 29 45 45 24 65 • Secure your data and • Establish relationships applications in public Establish credibility as with CSPs & Integrators cloud security experts Short term :- • Prototype product for • Securely shred data in IaaS Cloud Providers • Open source community POC. Validate workflow. public cloud • Avoid provider lock-in (CSPs) • IaaS CSPs • Product R & D • Cloud Integrators • CSP Integration • Key Mgmt Services • Provide server & application • Educate Integrators hosting platforms • Secure your data and Work with CSPs to help • Industry Experts about our product • Ex. FireHost, ENKI, Savvis applications in public distinguishing their • Vulnerability • Testimonials / Referrals cloud offering assessment, Threat from industry experts • Securely shred data in SaaS provider using detection vendors. Key Resources public cloud IaaS • Avoid provider lock-in Channel Long term : 4 • Key Mgmt Services 29 Target: HealthCare, • Meet Compliance Financial and Legal SaaS • TPM Vendors (Trusted providers Platform Module) Direct • Intellectual Property • Meet • Personnel Compliance, HIPAA, PCI- Enterprises using • SaaS Application DSS requirements Cloud Applications developers • Attract security-sensitive • IaaS CSPs customers Target: • Infrastructure Insurers • Indemnify against content • Cloud Integrators HealthCare, Financial and liability Legal firms • SEO Cost Structure Revenue 4 3 • R&D costs • Price Per encrypted VM per month • Support costs • Price Per server encrypted Price per encrypted application • Marketing and Sales costs instance per month • Price per managed-key transactions?
  • 22. Summary of LESSONS LEARNED • Locate prospective customers: • Conferences are fantastic places to meet prospects • Stay focused: • Bad idea to address multiple market opportunities at the same time • Test hypothesis: • Talking to A LARGE NUMBER of customers is key • Lean Launchpad: • Getting yelled at by Steve : Not a bad thing !